Magazine Article
| February 1, 2019

A Look Inside J&J's Partnering & Innovation-Building Model

JOAQUIN DUATO began his career in the pharmaceutical industry in the mid- 1980s. And like many when first starting out, his focus was on getting a good job with a stable paycheck toward becoming independent. “Back then, I didn’t have a good understanding of the impact the pharmaceutical industry has on healthcare, let alone people’s lives,” he reflects. That all changed while working as a pharmaceutical sales representative for the Janssen Pharmaceutical Companies of Johnson & Johnson (J&J) in his home country of Spain. Duato was in a doctor’s office waiting to call on a psychiatrist. When the doctor came to the waiting room, he was with a woman and her son. The doctor introduced Duato saying, “He works for the company that brought the medication your son is taking.” The woman approached and proceeded to thank Duato. “My son is schizophrenic, and this medication has changed our lives,” she began. “Before, he was confined to his room and wasn’t social. Now, he’s going out, getting to the gym, and recovering part of his normal life.” Then, she burst into tears. Though young at the time, Duato quickly realized he was doing something much bigger than delivering pills. “We work in a purpose-driven industry,” he shares. “And that purpose is ultimately to have an impact on people.”

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